SALES OPERATIONS OFFICER/MANAGER

Role Summary

We are seeking a Cloud Partnerships Operations Manager to lead and scale our cloud partnership operations across AWS, Microsoft, and Databricks globally. This is a strategic and highly cross-functional role responsible for building operational excellence across cloud alliances, enabling co-sell success, managing funding programs, and ensuring alignment between internal teams and cloud partners.

Key Responsibilities

• Own the operations of cloud partnerships (AWS, Microsoft, Databricks).
• Set up, manage, and continuously improve partner programs, frameworks, and governance models.
• Oversee and actively monitor partner portals and ecosystems (e.g., AWS APN, ACE, AFPF; Microsoft Partner Center; Databricks Partner Portal).
• Manage partner benefits programs, pricing addendums, and compliance requirements.
• Ensure all relevant Bull group entities are properly registered and maintained across partner systems.
• Lead end-to-end management of cloud funding programs (e.g., AWS MAP, POC programs, Microsoft ECIF, Azure Accelerate, Databricks DCIF).
• Identify and communicate new incentive opportunities (including marketplace and MDF programs).
• Drive funding submissions, tracking, and reporting.
• Act as the internal and external point of contact for all incentive-related topics.
• Coordinate co-sell motions and pipeline with cloud partners.
• Ensure timely opportunity registration in partner systems to enable collaboration with partner sellers.
• Coordinate alignment between sales, presales, and marketing teams and cloud partner priorities.
• Support cloud marketplace strategy (solution listings, updates, optimization, and incentives).
• Develop and maintain frameworks, templates, and playbooks for working with cloud partners.
• Lead internal training sessions and sales enablement on partnership processes, funding opportunities, and deal registration.
• Act as an advisor on partnership-related topics, including available funding / incentives, co-sell strategy, etc.
• Monitor and drive progress toward advanced partnership tiers (e.g., AWS Premier, Microsoft Advanced Specializations, Databricks Partner Specializations).
• Actively identify and de-risk gaps in certifications, references, and cloud consumption.
• Collaborate with partners on joint GTM initiatives, including webinars, campaigns, and marketplace strategies.
• Support marketing collaboration, including MDF utilization and co-marketing activities.
• Ensure deal flow between partner systems and internal CRM (HubSpot).
• Establish scalable processes for tracking pipeline, incentives, and performance metrics.

Required Qualifications

• 5+ years of experience in cloud partnerships, alliances, or ecosystem roles.
• Strong understanding of hyperscaler ecosystems (AWS, Microsoft Azure) and partner programs.
• Direct experience with at least one of the following ecosystems: Databricks, Microsoft, AWS.
• Proven experience in program or operations management in a multi-country, cross-functional environment.
• Experience managing partner portals, funding programs, and co-sell processes.
• Strong stakeholder management skills across sales, marketing, and technical teams.
• Solid understanding of cloud business models, including consumption-based revenue, and marketplace dynamics.
• Excellent organizational and execution skills with high attention to detail.
• Excellent command of English.

Preferred Qualifications

• Experience working in system integrators, consulting firms, or cloud-native companies.
• Familiarity with HubSpot or CRM integrations with partner ecosystems.
• French or German at usable professional level.

Key Competencies

• Strategic thinking with strong operational execution.
• Ownership and accountability in a fast-paced environment.

#J-18808-Ljbffr…